Improving Salesforce Productivity

Impact of People Management Practices on Employee Retension

Author

Victor .O. Oseji

Published

February 17, 2023

Result Summary
The goal of this analysis was to evaluate the impact of people management practice on employee’s retention within an organisation. The research construct were Recruitment & Selection Process, Training & Career Advancement, Management Support & Team Engagement and Compensation & Benefits. The analysis was carried out on 396 responses and the result showed that the construct Compensation & Benefit with Management Support & Team Engagement positively influences an employee’s retention rate within an organisation

Business Problem

In today’s world customers are clamouring for personalised services and businesses are beginning to feel the crunch of not providing such services through revenue decline. customer are seeking for individual attention from businesses, it is becooming more difficult for businesses to make them loyal without adding a personal touch. Any company they would want to remain competitive would have to develop products and programs that suits their customers. It is imperative for businesses to know the various segment of customer they have and develop programs to meet their needs. Which customer is most likely to response to a term deposit offer

Business Objective

  • Segment customers into different tiers based on the customer lifetime value
  • Determine the Variable that influences the CLV amount in each category.
  • Given that a customer in a segment is in a lower policy type, What is the probability of buying a higher policy.
  • Will buying a higher policy increase the lifetime value of these customer.
  • To increase revenue by 10%

Data Understanding & Exploration

Our dataset is from an FMCG distribution companies.It describes the monthly sales generated by their sales force over a period of three years from Jan 2016 to Dec 2020

  • Gender: The gender of the sales representative
  • Sales: Monthly sales for each sales representative
  • Calls: Monthly number of calls made by each sales representative
  • Billed: Monthly conversion rate for calls made.
  • Freq: Average number of times each customer is visited in a month.
  • Workload: Average Spend size of each customer (3mth rolling ).
  • SalesEffort: The percentage of time spent in attending to customers
  • PreVisit: Proportion of customer visited in current month who where visited in previous month and did not buy
  • Repeat: Rate of repeat purchase (3mth rolling)
  • SkuRatio: The average depth of product push to customer compare with the total product available
  • SalesRate: Rate of Sales Generate per time spent in attending to customer (3mth Rolling)

Feature Exploration

Numeric Variable Exploration

 

 

Categorical Variables

Correllation Analysis

This is a correlation funnel plot that show us the direction and magnitude of feature-relationships and helps us see which features we should be focusing our time on